How Tricentis grew its public sector business with the help of Govly

THE SUMMARY

Tricentis utilized Govly’s centralized visibility and automated notifications to enhance their public sector strategy and capture more business opportunities. Govly’s comprehensive data and predictive insights transformed the organization’s approach, resulting in significant efficiency gains and better client interactions.

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THE CHALLENGE‍

As Tricentis worked to establish a public sector team for the first time, they needed the right tools to discover and manage opportunities across multiple contracts in the public sector.

THE OUTCOME‍

Govly’s platform provided Tricentis with a unified view of all contracts, automated alerts, and enhanced collaboration capabilities. This resulted in increased business wins, substantial time savings, improved client interactions, and fewer missed opportunities. Tricentis now competes more effectively with established incumbents in the competitive public sector procurement landscape.

About Tricentis‍

Tricentis is a global leader in continuous testing and quality engineering. They have significantly expanded their presence in the public sector over the past three years, focusing on state, local, education (SLED), and federal markets.

With a diverse range of contracts and a lean public sector team, Tricentis required a comprehensive solution to manage and track their sales opportunities effectively.

The Challenge

Tricentis faced difficulties in managing numerous opportunities and maintaining visibility across various contracts. This lack of oversight led to missed opportunities and inefficiencies, particularly in tracking RFQs and contract awards. Additionally, Tricentis needed a centralized system to manage different contracts without manually checking multiple portals.

Solution Implementation

Tricentis decided to implement Govly, an AI-powered intelligence and capture platform for public sector procurement. The team quickly realized that Govly provided comprehensive visibility and efficiency across their various contracts.

Key Benefits and Features

• Centralized Visibility Govly enabled Tricentis to view all relevant contracts in one place, including those they were not directly named on, offering a unified view of all opportunities and awards. This centralization eliminated the need to navigate multiple portals, streamlining their processes.
  
  
• Automated Notifications Govly’s automation capabilities allowed Tricentis to set up notifications for specific products, categories, or competitors, ensuring they never missed an RFQ or opportunity relevant to their business.
  
  
• Efficiency and Collaboration Govly enhanced collaboration internally and with partners. Sales leaders could quickly tag colleagues and share relevant information without extensive back-and-forth. The platform also reduced the reliance on external partners for opportunity tracking, fostering greater independence and efficiency within the team.

Results

Since implementing Govly, Tricentis has experienced significant improvements in operational efficiency and key business metrics. Key outcomes include:

Increased Business Wins: With a comprehensive view of all opportunities, Tricentis has been able to capture more business and grow its public sector business while remaining lean.

Time Savings: The centralized system and automated notifications have saved the team substantial time, allowing them to focus on high-value activities.

Improved Client Interactions: With better data and forecasting capabilities, Tricentis’s sales team can approach opportunities with detailed insights, enhancing their value proposition and strategic discussions.

Reduced Missed Opportunities: The ability to track RFQs and contract awards in real-time has significantly reduced instances of missed opportunities, which previously would have been unlikely without substantially adding more headcount.

Customer Feedback

Tricentis has expressed high satisfaction with Govly’s platform and support. The team highlighted Govly's ease of use, responsiveness to enhancement requests, and overall partnership quality. Specific praises were given to the customer service and the platform’s ability to consolidate vast amounts of data into actionable insights.

“It’s probably the most intuitive tool I’ve ever used, and I’ve used everything in the public sector space.” – Ben Baldi, SVP for Global Public Sector

“From a cost perspective, especially compared to the other tools that are in the market, it’s a no-brainer. It’s an easy ROI.” – Ben Baldi, SVP for Global Public Sector

Conclusion

Govly has proven to be an indispensable tool for Tricentis, transforming their approach to contract management and opportunity tracking. With enhanced visibility, automated processes, and powerful forecasting tools, Tricentis now operates more efficiently and effectively in the competitive public sector procurement landscape.